When you look at corporate strategy, you basically have a group of people that has a vision – whether it’s to increase growth and revenue, maximize profit or enhance product lines – for their business. So it’s important for the company to understand KPIs that will drive behavior and plans for that strategy.
It’s also important to tie those plans into the strategies the leadership teams will be able to implement in the future.
In this way, companies can model their sales incentive compensation to drive the right behavior around the key goals of the strategy – whatever that end goal is – to drive sales, decrease churn or increase customer retention, for example.
Hear what Canidium’s Doug Erb, co-founder and managing partner, has to say about how companies can incorporate their incentive compensation, sales performance and coaching in order for them to align with their overall business strategy.